Many agents are feeling the pressure as deals get harder to close and the market shifts. Some are waiting for things to improve, while others are putting in the work now to get ahead. The difference comes down to skills, systems, and long-term planning.

Jim Amen has lived through challenging markets before. He started in real estate during the 2008 housing crisis, first as an appraiser and later as a broker. What began as a small brokerage is now a 41-agent team in Sacramento. “You have to be willing to pivot when the market shifts,” Jim says.

In this episode, Jim talks with Brian Charlesworth about why his team has been able to grow year after year while so many others are falling behind. He explains the simple daily habits that drive results, including focused prospecting, clear expectations, and strong accountability.

Jim also shares how he built seven different revenue streams to protect his business and create new opportunities. From mortgage partnerships to flipping mobile homes, these extra businesses allow his team to scale without relying only on commissions.

They dig into how tools like Sisu and Battr help his team track data, hold agents accountable, and build a two-year pipeline instead of chasing short-term leads. “Building wealth comes from the work you do now, before the market turns,” Jim explains.

Top Takeaways:

(1:45) From marketing director to real estate team leader

(6:43) Growing while 71% of agents sell nothing

(7:53) Simple habits and expectations that drive success

(10:09) Taking market share before the shift hits

(12:56) Building wealth beyond just selling homes

(15:43) Lessons from losing $1M while scaling a team

(22:04) Why solo agents struggle to succeed today

(23:03) What joining a team really provides

(24:29) Turning client tracking into revenue with Sisu

(25:42) $150K in operations funded by TC fees

(27:09) Adding seven income streams to the business

(32:33) Four-step process to build a two-year pipeline

(34:58) Automating lead follow-up with Battr and AI

Listen in to learn how to prepare your team for the next big market shift and how to create a business that lasts.

About Jim Amen

Jim Amen is the CEO and Founder of Amen Real Estate, serving 14 counties across Northern California. With over 30 years of experience, including 20 years in real estate and 10 years in marketing, Jim brings a unique perspective to his work. He has completed over 4,000 home appraisals and has been part of multiple Realtor Associations for years. Jim also runs SOAR, a training company focused on coaching agents nationwide.

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